Senior Partnership Operations Manager

The Senior Partnership Operations Manager will be responsible for managing and coordinating successful execution of all aspects of partner solutions that are part of any Brightcove sales opportunity.  This will require working with partner team, rev ops, and sales team on any commercial negotiations and accuracy of pricing components for sales opportunity, and ensuring proper deal execution and ongoing follow through.  Along with deal flow management, the Senior Partnership Operations Manager will work on aggregation of all partner attribution on all deal activity. 

Job Responsibilities 

• Prepare financial reports related to partner revenue, analyze and present findings on partner attribution.
• Create templates and reports that track all partner revenue from all deals, ensuring alignment and understanding with cross-functional teams.
• Create and manage dashboard and reports within Salesforce to ensure understanding of the performance of business partners, leading data-driven decision making.
• Work with Sales on deal activities involving partner products/services and ensure contractual accuracy of partner pricing and terms within the deal.
• Collaborate with Product Marketing and Sales on partner launch and sales enablement to ensure consistency of partner experience.
• Provide oversight with Sales and Partner team on partner specific services for any new opportunities or add-ons, especially solutions where multiple partners are involved.
• Ensure Sales team stays within guidelines and commercial terms with partner solutions.
• Determine escalation process and SLAs with partner, leading cross functional collaboration and driving toward resolution.
• Work with RevOps to ensure Partner product pricing is accurately represented in Salesforce.
• Work with the Partner team and Finance on margin review and reconcile discount adjustments, as needed.  
• Manage, in conjunction with Partner team, proper deal registrations, partner communications (including demo requests).
• Work with Finance regarding billing management (monthly usage).
• Define and manage the cross-functional processes between internal and external partners (i.e. working with cross functional orgs on onboarding and customer support for all deals involving partner products/services).
• CSM/CSM management of key accounts, reviewing successful implementation of the partner solution, tracking status of deals and flagging issues and proposing solutions.

Qualifications/Experience 

• 12+ years of experience working within the sales organization, managing and tracking deal flow, and operational experience with Salesforce.
• Bachelor’s degree in Economics, Marketing, Business Administration, or related field.
• Expert in Salesforce, Crossbeam, Google Suite, Microsoft Suite with emphasis in Excel. Analytical mindset (working with Rev Ops). Crossbeam and other Martech applications strongly preferred.
• Great presentation skills, quickly able to construct spreadsheets for revenue tracking, analytical mindset.
• Excellent written and verbal communication.

About Brightcove 

Brightcove is a diverse, global team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping organizations reach their audiences in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change. 

Since 2004, Brightcove has been supporting customers that are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 600 Brightcovers globally, each of us representing our unique talents and we have built a culture that values authenticity, individual empowerment, excellence and collaboration. This culture enables us to harness the incredible power of video and create an environment where you will want to grow, stay and thrive. Bottom line: We take our video seriously, and we take great pride in doing it as #oneteam.

WORKING AT BRIGHTCOVE 

We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees’ work experience, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals. We value collaboration, creativity, work/life balance, professional growth and creating an empowering space for open communication. Whether you’re in one of our offices around the world or working remotely you have plenty of opportunities to meet colleagues and celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more to come!

We recognize that no candidate is perfect and Brightcove would love to have the chance to get to know you. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. Brightcove embraces diversity and seeks candidates who support persons of all identities and backgrounds. We strongly encourage individuals from underrepresented and/or marginalized identities to apply. If you need any accommodations for your interview, please email recruiting@brightcove.com. 

The Brightcove Privacy Policy explains the processing and purposes of any personal information.

BC21161

At Brightcove, we believe that providing comprehensive and competitive compensation and benefits packages across the globe are essential to our employees. Base salary is just one component of Brightcove’s total rewards program. We offer a wide range of benefits and perks that may include bonus or commission, Brightcove stock, unlimited paid time off, 401(K) matching, health insurance (medical, dental, and vision), generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave and more.